Parsons Corporation Senior Business Development Director, Identity Dominance in Centreville, Virginia
In a world of possibilities, pursue one with endless opportunities. Imagine Next!
When it comes to what you want in your career, if you can imagine it, you can do it at Parsons. Imagine a career working with intelligent, diverse people sharing a common quest. Imagine a workplace where you can be yourself. Where you can thrive. Where you can find your next, right now. We’ve got what you’re looking for.
POSITION OVERVIEW :
Our Federal Engineered Systems Business Unit is a world-class leader in delivering Engineering and Technology enhancing solutions to our Federal Clients. Through our multifaceted approach of innovation, insight, advocacy, and technology we provide high value, differentiated solutions to address our clients’ most critical challenges and missions.
This is a new position to build a World Class Biometrics/ Identity Dominance Business Development Capability. We are seeking a dynamic business development executive, with a proven track record of leading and closing $50M+ Biometrics / Identity Dominance opportunities, to provide leadership and strategic direction to drive the expansion and growth of our Biometrics and Identity Dominance Market.
The Biometrics / Identity Dominance Market provides identity details in multi-domain/cross-functional security solutions that help our customers identify, counter, and mitigate existing and emerging threats to protect lives and ensure the effective functioning of critical assets, capabilities, facilities, infrastructure, processes, and systems. This role requires a strong understanding of market development processes including market research, capability assessment, competitive assessment, strategic go to market and business planning, knowledge of DoD/Federal acquisition programs, and domain experience across biometrics, security, protection, and access control. Reporting to the Senior Vice President, Business Development, you will be responsible for leading large/strategic pursuits, solution development, teaming relationships and responding to customer solicitation for new business.
Additional responsibilities include creating and leading customer engagements and cultivating customer relationships to drive value proposition and solution development. Mentoring and leading business development teams to include recommendation on key staffing positions. Become familiar with and develop plans to integrate existing programs to increase efficiency, effectiveness, and quality of company’s offerings. Regularly interface with upper-level management and client personnel as the leader of this market development campaign. This position is virtual (at Home) with an expectation that most customers will be in Washington DC area. There is a requirement that travel, up to 50%, to meet with key customers or partners when required.
SPECIFIC RESPONSIBILITIES :
Develops and manages a multiyear, multi-billion-dollar quality pipeline.
Must be proactive bringing opportunities to leadership WINSTRAT reviews for approval.
Must plan and manage B&P budget that is allocated to approved captures.
Keeps abreast of overall business trends, particularly the current business climate to include changes in customer budgets, policies, and priorities. Defines and executes long-term business and marketing strategies. Directs a marketing campaign to establish and cultivate long-term relationships with key client officials. Seeks opportunities to strengthen client relationships.
Work with existing operational programs and staff that have relevant capabilities to become partner of choice for select departments, agencies, commands, and military service branches that have the principal mission of providing Biometrics, Identity Management, Security & Protection across the spectrum of conflict within the National Security Framework.
Recommend technology and partnership investments that can accelerate the growth potential of the Biometrics and Identity Dominance Markets.
Define and execute market development campaign(s) to better position the company in the relevant markets. Leverage expertise in the federal contracting and federal polices to forecast future business opportunities. Define and Develop investment strategies to advance company technology and capabilities to better position the company to win and perform this work.
Work collaboratively across the entire company to identify existing capabilities that can support new market development efforts. Develop professional relationships with members of legacy activities and help the staff transition existing capabilities to new capabilities.
Identifies potential clients within area of specialty and develops sales strategy. Understands and responds to potential clients’ needs and objectives and drives a value-added partnership model to build customer rapport.
Identify and cultivate partners that will provide value to the company position for both market and individual benefit.
Provides leadership and guidance to proposal teams from inception to completion. Oversees offer development and pricing structure, as well as other contract terms and conditions as part of the capture process.
Negotiates contracts, including non-disclosure, teaming and technology sharing agreements with clients and partners within the markets being developed.
May direct or provide information to market development activities of related or adjacent markets.
Keep abreast of national/international political and economic conditions as these could affect the strategies and market development efforts.
Capable of developing marketing concept and leading customer engagement plan at relevant conferences, expos, and symposiums.
4-year degree in Engineering, science or equivalent and at least 15+ years of diversified experience, primarily within the operational of Security, Protection and CBRNE markets.
Experience in conducting new business development efforts, is required.
Proven track record of selling and delivering Identity Dominance solutions and services to DoD, DHS/CBP, DOJ, DoS and other related federal programs.
Demonstrated Track Record of winning large Biometrics / Identity Dominance acquisitions greater than $50M in value.
Demonstrated ability to make sound decisions in stressful business situations.
Demonstrated ability to work independently, a highly motivated self-starter.
Knowledge and understanding of Identity Dominance Systems to include modern Biometrics capabilities.
Secret clearance required, TS eligible preferred.
A thorough understanding of market development, capture process, proposal pricing, contract terminology, negotiations with potential clients is required. Must have a detailed understanding of the market competition, emerging technologies, and solutions to be credible in this position Requires business competencies with systems development, project / program operations, Identity Management, Biometrics, and Biographical Capture technology. The incumbent must also possess strong written and oral communication skills, including excellent presentation skills. In addition, an exceptional ability to represent the Company favorably, to develop new clients, and to negotiate with key members of other firms, is also required.
Minimum Clearance Required to Start:
This position is part of our Federal Solutions team.
Our Federal Solutions segment delivers resources to our US government customers that ensure the success of missions around the globe. Our diverse, intelligent employees drive the state of the art as they provide services and solutions in the areas of defense, security, intelligence, infrastructure, and environmental. We promote a culture of excellence and close-knit teams that take pride in delivering, protecting, and sustaining our nation's most critical assets, from Earth to cyberspace. Throughout the company, our people are anticipating what’s next to deliver the solutions our customers need now.
$165,000.00 - $310,000.00
We value our employees and want our employees to take care of their overall wellbeing, which is why we offer best-in-class benefits such as medical, dental, vision, paid time off, Employee Stock Ownership Plan (ESOP), 401(k), life insurance, flexible work schedules, and holidays to fit your busy lifestyle!
The position may require a COVID vaccination or an approved accommodation/exemption for a disability/medical condition or religious belief as required by customer requirements and some cases federal, state, provincial or local mandates.
Parsons is an equal opportunity employer committed to diversity, equity, inclusion, and accessibility in the workplace. Diversity is ingrained in who we are, how we do business, and is one of our company’s core values. Parsons equally employs representation at all job levels for minority, female, disabled, protected veteran and LGBTQ+.
We truly invest and care about our employee’s wellbeing and provide endless growth opportunities as the sky is the limit, so aim for the stars! Imagine next and join the Parsons quest—APPLY TODAY!About Us
Parsons is a digitally enabled solutions provider focused on the defense, security, and infrastructure markets. With nearly 75 years of experience, Parsons is uniquely qualified to deliver cyber/converged security, technology-based intellectual property, and other innovative services to federal, regional, and local government agencies, as well as to private industrial customers worldwide.
Parsons is an equal opportunity, drug-free employer committed to diversity in the workplace. Minority/Female/Disabled/Protected Veteran/LGBTQ+.
For more about Parsons, visit parsons.com and follow us on Facebook, Twitter, LinkedIn, and YouTube.